Sales Fusion
I must say, I’m having a really hard time articulating this concept, but I’m going to try.
Typically when a prospect comes to you they are looking for a solution to a problem. Often however the prospect doesn’t fully understand what the solution is, or what a potential solution even looks like. To them it’s like words written in a foreign language they just don’t understand. One method is to force your solution on them and just convince them that it’s the right one. This can work, but it can also lead to disaster if what you give them doesn’t work out or if later a light bulb goes off and they realize the solution you sold them isn’t what they needed at all.
Human beings are problem solvers by nature; we have been since cave man times. I think it’s in our DNA and I think we’re good at it because we get pleasure from process itself. If you simply force the answer on someone you rob them of the satisfaction of coming up with it for themselves. Even if your product or service is the right fit, it will be a lot stickier if you take a consultative approach and let the client come to that realization for themselves.
I’ve had much success with a technique I call “sales fusion” which empowers the client to realize the solution with your guidance. In other words you “fuse” the actual solution you are selling into the framework of knowledge you are imparting on them. As they become smarter about what a solution could be, they begin to see that the best solution for them and what your company provides are one in the same. Be clear there is no trickery here, your products need to solve their problems, but when they come to that realization on their own it becomes very difficult to convince them that anything else will work.
When this happens, you, your products and the solution in their minds all become indistinguishable; they are synonymous with each other. In many cases the client becomes so entrenched in the solution, they become intense advocates of you and your products because they see them as an extension of their own business. There is nothing better than a client that wards off your competition for you because “their” proposed solution is so against the grain of everything they believe, they can’t bring themselves to accept it, even that too would be a viable solution for them.
In my experience this method regularly leads to more successful clients because both sides are more invested in the process and result. Moreover, the end result more satisfying for buyer and seller because they fulfill the human desire to see the realization of their collective vision. It’s literally a win-win, and that rarely fails.
Typically when a prospect comes to you they are looking for a solution to a problem. Often however the prospect doesn’t fully understand what the solution is, or what a potential solution even looks like. To them it’s like words written in a foreign language they just don’t understand. One method is to force your solution on them and just convince them that it’s the right one. This can work, but it can also lead to disaster if what you give them doesn’t work out or if later a light bulb goes off and they realize the solution you sold them isn’t what they needed at all.
Human beings are problem solvers by nature; we have been since cave man times. I think it’s in our DNA and I think we’re good at it because we get pleasure from process itself. If you simply force the answer on someone you rob them of the satisfaction of coming up with it for themselves. Even if your product or service is the right fit, it will be a lot stickier if you take a consultative approach and let the client come to that realization for themselves.
I’ve had much success with a technique I call “sales fusion” which empowers the client to realize the solution with your guidance. In other words you “fuse” the actual solution you are selling into the framework of knowledge you are imparting on them. As they become smarter about what a solution could be, they begin to see that the best solution for them and what your company provides are one in the same. Be clear there is no trickery here, your products need to solve their problems, but when they come to that realization on their own it becomes very difficult to convince them that anything else will work.
When this happens, you, your products and the solution in their minds all become indistinguishable; they are synonymous with each other. In many cases the client becomes so entrenched in the solution, they become intense advocates of you and your products because they see them as an extension of their own business. There is nothing better than a client that wards off your competition for you because “their” proposed solution is so against the grain of everything they believe, they can’t bring themselves to accept it, even that too would be a viable solution for them.
In my experience this method regularly leads to more successful clients because both sides are more invested in the process and result. Moreover, the end result more satisfying for buyer and seller because they fulfill the human desire to see the realization of their collective vision. It’s literally a win-win, and that rarely fails.
I recently came across your blog and have been reading along. I thought I would leave my first comment. I don't know what to say except that I have enjoyed reading. Nice blog. I will keep visiting this blog very often.
Margaret
http://businesseshome.net
Posted by: susan01